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Introduction Another Book on Sales? Why You Need to Read This Book xv CHAPTER 1 Top 10 Sales Hall of Shame: When Bad Salespeople Go Even Worse 1 CHAPTER 2 Honesty-The Best Policy for Closing Sales and Growing the Business 13 CHAPTER 3 The Startling Truth about Why Honesty Sells 21 CHAPTER 4 Being Honest with Yourself 35 CHAPTER 5 The Hidden Costs of Communication Breakdowns 47 CHAPTER 6 Just the Facts-How Assumptions Impact Sales 55 CHAPTER 7 Be a Life Giver 81 1| CHAPTER 8 Getting the Truth from Everyone 93 CHAPTER 9 Referral Selling: Ensuring Honest Relationships from the Start 103 CHAPTER 10 The Start of Your Selling Relationship: Getting Started with an Honest Foot Forward 117 CHAPTER 11 Close More Sales by Acknowledging Your Clients 127 CHAPTER 12 The Honest Way to Close More Sales. More Often. More Quickly. 137 CHAPTER 13 Overcoming Objections and Questions 145 CHAPTER 14 Turning a Onetime Client into a Lifetime Client 161 CHAPTER 15 Remember to Practice Honesty Internally 183 CHAPTER 16 Some Final Thoughts 191